Enterprise Account Director, New Business
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Job Description
Enterprise Account Director winning complex new-business deals for SH/FT, a strategic marketing, data, technology, AI, and creative consultancy. Building champions, navigating procurement, and expanding Fortune 500 client engagements.
Responsibilities:
- Win new enterprise business for SH/FT's strategic consultancy
- Partner with BDRs to define target accounts, personas, and messaging for Fortune 500 and high-growth enterprise organizations
- Qualify, deepen, and convert BDR-sourced first meetings into opportunities
- Reach CMOs, CTOs, Chief Digital Officers, and VPs of Marketing, Data, and Transformation
- Identify, develop, and equip internal champions
- Multithread opportunities across business, technical, financial, and procurement stakeholders
- Open doors in named strategic accounts through networking, events, and executive outreach
- Lead consultative conversations and shape commercial paths around client problems
- Own the full sales cycle through contract execution, including procurement, legal, vendor onboarding, and security/compliance review
- Maintain momentum across 6–12+ month cycles using mutual action plans, executive engagement, and forecasting
- Map whitespace within new clients and identify expansion opportunities
- Partner with Client Partners and delivery leaders to expand initial projects into broader growth-system engagements
- Work with BDR, marketing, and delivery teams on targeting, messaging, and deal strategy
- Bring SH/FT experts into relevant client conversations
- Feed market signals into SH/FT's positioning and opportunity strategy
- Work with delivery leaders to understand capabilities, capacity, and proof points
Requirements:
- 6–10+ years of B2B enterprise sales experience, including significant time selling professional services, consulting, agency, or martech-adjacent solutions
- Experience running deals within an account-based, orchestrated sales motion alongside BDR, marketing, and delivery teams
- Track record of closing enterprise deals that started cold with Fortune 500 or similarly complex organizations
- Proven ability to gain access to senior economic buyers without a warm introduction
- Comfort selling premium, value-based engagements and building an investment business case
- Consistent habit of multithreading and building champions inside complex, matrixed organizations
- Hands-on experience navigating enterprise procurement, legal, vendor risk, and security review
- Working fluency in the martech ecosystem, including Adobe, Salesforce, Braze, Optimizely, and adjacent data, activation, and CX technologies
- Ability to connect technical complexity to business impact
- Grounded point of view on how AI is changing enterprise marketing, data, and technology organizations
- Experience selling advisory, strategy, implementation, managed services, and/or outcomes-based engagements
- Understanding of scope, pricing, and margin
- Rigorous pipeline management and CRM discipline; Salesforce preferred
- Track record of accurate forecasting
- Current US or Canada work authorization
- No relocation assistance available
- Willingness to travel 25–30%, including client visits and industry events
Benefits:
- Competitive variable compensation tied to new business
- Commission plan with no cap on earnings
- Medical insurance
- Dental insurance
- Vision insurance
- STD/LTD
- Life/AD&D insurance
- Flexible Paid Time Off
- 401k match
- Various other ancillary benefits and perks
- Remote flexibility
- Meaningful travel to clients and industry events
- Close partnership with senior leadership and real influence on how SH/FT grows
- Opportunity to win high-impact work with recognized brands
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